What you get
The five dimensions of a go-to-market system: System, Credibility, Audience, Learnings, Execution. Each includes the condition that tells you it is finished. The Playbook ends with a table that maps your weakest dimension to the exact templates and tracker tabs to start with, so you are not asked to fix all of GTM at once.
Positioning Canvas · Packaged Offer One-Pager · Referral Ask Script · Case Study Builder · Proof Placement Plan · Buyer Intake and Qualification · Scoping Document · Kickoff Decision Agenda · Delivery Cadence · Handoff and Expansion Checklist. Every template ends with a decision line. If nothing changes about who owns what, it is not finished.
Where the decisions live after the session ends: Executive View, Diagnostic, Offers & Pipeline, Referral Engine, Proof System, Learning Loop, Delivery Pipeline, and a 30-60-90. The Playbook includes the 25-minute weekly review that keeps it current.
A populated copy of the workbook, so you can see what a usable answer looks like before you write your own. Use it as a reference; run your own work in the blank Tracker.
Inside a working template
Buyer Intake and Qualification
Decide whether a prospect belongs in the motion before spending senior time.
One live case plus the evidence named below.
Work through each prompt with the owner in the room.
Copy the decision, owner, and date into the Tracker.
- Trigger and urgency
- What changed, and why does it need attention now?
- Authority and budget
- Who decides, who pays, and what range can they support?
- Constraint fit
- Which problem does your offer solve, based on evidence?
- Disqualifier
- What would make this a no or a referral instead?
Advance [account] because [evidence]; decline or refer if [disqualifier].
Put it here: Tracker tab: Offers & Pipeline. Done when: the decision has an owner, a date, and evidence someone else can inspect.
Sample from Template 6 of 10. Blank working template, not a client result.
Built for decisions that need to travel
You are a founder, revenue leader or GTM operator at a B2B company, and one of these is true:
- Deals close because a specific person willed them across the line, and you cannot hand that off.
- Your team cannot say no to a plausible but wrong prospect, because nobody has written down who the buyer is.
- Work drops between sales and delivery, and the argument about scope happens after the contract is signed.
- You run experiments, and none of them changes what you fund, change or stop.
- Your proof does not travel without you in the room.
These are standard resources you work through with your team. The purchase includes the four files; personalized diagnosis, consulting calls and software implementation are separate. You’ll need the people who own the decisions involved in using them.
Choose the decision to work first
The free assessment can help identify which GTM SCALER dimension needs attention first. It is optional; the Tracker also includes Your Starting Path and Diagnostic tabs.
Take the free GTM SCALER assessmentDelivery
The four files are emailed to the address you use at checkout.
Make the next decision visible.
Start with the decision your team keeps revisiting. Use the matching template, record what you agree, and carry it into the Tracker.
Get the Toolkit for $249